How to Maximize LinkedIn Live for Sales Strategies

Curt Anderson  00:01

Hey, Damon, how are you? Man, what’s going on? I’m

Damon Pistulka  00:03

doing great. Curt, ready to go for a great day

Curt Anderson  00:07

today. It’s a great day to have a great day, isn’t that? It’s definitely a day to have a great day. So happy whatever today is. Today, it’s October. Can you move it’s October already?

Damon Pistulka  00:18

Yeah, it is, it is. I spilled a little coffee here. Cleaning up, I got so excited.

Curt Anderson  00:23

So alright, let’s dive in today. We’re talking about LinkedIn live, and we’re in specifically, we’re going to talk about sales strategies. So what we want to do is we’re going to take a little road trip. Damon, are you did you get? Are you guest up? Are you ready? I’m

Damon Pistulka  00:34

ready. I’m always good for a road trip. Man,

Curt Anderson  00:37

let’s, let’s go on a little road trip today. And so what we’re going to do is, how about man, I need to find it. How about this right here? Hey, how’s that look right there?

Damon Pistulka  00:46

I’ve seen that before. So

Curt Anderson  00:48

Damon, you know, we’re sports guys. You like to have, like, a little game plan when you go into things, we need to have goals. We want to have benchmarks. We have things organized. So what we’ve done is we’ve created this little, wonderful digital game plan. Man, every one of our clients gets a digital game plan. We dive into it. We work with them closely on this all sorts of little tabs down here at the bottom. But what we want to talk about today specifically our sales strategies, okay, but I’m going to cover a couple of the basics real quick, and if you could tag team along with me. So you know, we you really want to be hyper focused when you’re building out your sales strategy. Correct? We don’t want to be everything to everybody, right?

Damon Pistulka  01:28

That is correct. Curt, though, our moms

Curt Anderson  01:30

think that we are everybody, everybody. We’re just not quite maybe you are, but I’m not even close. So you know, what we’d like to do is we want to focus on your strengths and opportunities. We’ve got ours filled out here. You want to focus on like, we’ve got keywords. We call them those ridiculously important keywords. But what we really want to talk about is like, how do you create that vibrant, robust referral network, and how you can do that with your with a LinkedIn live or a live stream strategy. Okay, so I’m gonna What are your thoughts here, as far as, like pulling we call it that soulmate 100 for folks that are that’s this is new to please explain what is a soulmate. And then we’re gonna dive into that soulmate 100 list that we’d like to call it. Yeah, you

Damon Pistulka  02:16

know, a soulmate is your perfect customer. It’s the one that you just love seeing walk through the door, hit your website, buy button, whatever you want to say, but they’re the people you really vibe with, and the people that you want to be doing work with long term and and really enjoy it. So you know that’s the soulmate. When you look at the soulmate 100 we’re talking about the referral network, and building that vibrant referral network that really can help you and community that can help you really grow your business. Because for some of us, the referral network is is the lifeline to to long and successful businesses, and community is as well. So it really is a key part of the overall

Curt Anderson  03:01

about this comment here from I need the ridiculous, ridiculously vibrant, mega important keyword. Drop the mic there, dude. I absolutely love that. So yes, we call those, those ridiculously important keywords. And so thank you for dropping a note. Thank you for being here today. Anders and anybody out there, drop us a note. Let us know you’re coming where you’re coming where you’re coming from. Connect with Damon, connect with myself on LinkedIn. We’d love to hear what you have going on. And so Damon, let’s dive in a little bit. So depending, you know, whatever scope of life you’re in, the solutions that you provide. So for folks, you know, we deal with a lot of we have a number of folks that are new entrepreneurs, if you will, lot of folks that have been in manufacturing long time, where they’ve had their, you know, handful of sales, handful of customers, and so kind of reaching out is new to them. Let’s take it another step further and like, how can we help folks build out that vibrant, robust referral network like this, and, man, for full transparency, like we’re showing ours right here, yeah, dive into, like, some of the referral networks that we’re taking advantage of, or that other folks could be focusing on, is they’re thinking about this?

Damon Pistulka  04:06

Yeah, I think it really you’re going to be looking in places like, who are other people that are helping your soulmate customers, you know, do different things. That’s the first place. I always like to start and think about the other people that are helping your soulmate customer, like in a manufacturer, if I’m just say I’m selling I’m selling steel. And okay, who sells the machines that cut the steel? Who sells the the welding supplies for the steel? I’m looking for those kind of people that are around that and manufacturer, if I’m selling hydraulic hose assemblies, okay, who sells the cylinders and and really understand those different kinds of things or supplies or different so really understand who are the right people and get to know them well enough too to go, Okay, I don’t just go out and reach out to every person that. Supply stuff, because one might do medical supplies, one might do I really find that just like we do with our soulmate customer, we niche down and go, Okay, you sell stuff that works directly with the products. I do, like we talk about this a lot. If I’m going to sell a light bulb, I probably want to get to know the lampshade people or the lamp people, or the the the end table, whatever you call it in the right? Yeah, that shows you how much I know furniture in the house, but it but, you know that’s, that’s where you find your referral network. And then the other thing about building the vibrant referral network is if you can find people that have one to many relationships, because there are some people that are helping your soulmate, customers that help a lot of people right transaction size might not be that big, and then there’s going to be some people that are helping your soulmate that they might only have a handful or, you know, 25 or 50 customers, because they big accounts and stuff like that. So you really need to understand those soul mates and build out a nice, robust list of them, and then go out and meet those people and get to know them. That’s right.

Curt Anderson  06:12

And so love everything that you just said, and like, here’s a perfect example. So we have a what a client, wonderful manufacturer, powder coating, and so they’re one of their main, main suppliers. Is a corporate household name paint supplier. So, you know, we’re bringing in a gentleman that that they work closely with. It’s one of their suppliers. And it’s going to bring, you know, it brings credibility to that, this powder coating manufacturer, by going with this household name, this major conglomerate that provides paint, you know, I’m sure you, you know, folks out there might even know who I’m talking about, but, you know, so we’re interviewing one of those folks, and we’re just talking about, okay, like this is who we do with. We we’re, you know, our suppliers, our top global name brands, you know,

Damon Pistulka  06:55

yeah, that’s a, that’s an awesome example Curt, because I’m sitting here thinking about it. I’ve worked in the industry before I understand a little bit about powder coating. Seen it done a lot of times and and what think of your soulmate customer? Yep, your soulmate customer is going to the powder coating company website. They’re going to pick color, they’re going to certain characteristics of the powder coating. That’s what they’re going to do. Then what are they going to do if they don’t already have a powder coating company in mind? They’re going to search online, or they’re going to talk to the people at the powder coating company, because the technical representatives at the powder coating company know their their field, their people that are using their products, and they can tend to recommend people in the area. So I think that’s a wonderful way to help that soulmate customer. Get information about their soulmate 100 referral partner. Get that information out about their products and the things that you’re you know, helping your soulmate customer, right, and also cash a good light on yourself

Curt Anderson  08:02

exactly. So, you know, like, hey, our buddy, John beglino, you know, he gave me this little mug here, this one every day, you know. So just, I don’t know, I, you know, see that I need this powder coated, right? And I’m a manufacturer, and I produce 1000s of these wonderful little mugs, you know. But the thing is, you know what? I really, I don’t know a thing about powder coating, but I just, I know, like, I have a great gig. I have a wonderful order. I’m going to be making 1000s of these. But I don’t, I’m not sure, you know, I turn to Google. I do a Google search. And so, you know, number one, we’ve been showing on several weeks, and we should probably do it again on how LinkedIn live can help you capture those SEO rankings. Okay, if you missed that, go back. Man. Check out either my website or Damon’s website. You can go back. We’ve done a deep dive on how getting your keywords into your LinkedIn live live stream strategy is incredibly powerful for you to connect with ideal customers, with soul mates. Number one, yes. Number two, so like for this gentleman you know, so say I’m looking for a powder coating manufacturer or supplier, provider, applicator, whatever you want to call it. And now I’m like, alright, well, who are these folks? And I see they have a blog post, they have a video, they have content on a powder on the paint company that I’m familiar with in that sense of credibility. They also just interviewed. They they have, you know, everybody has an acronym, so, like, there’s a standard in their industry. So they interviewed an expert in that, in that sector. And so now I’m like, Okay, well, gee, I see they have that supplier, gee, I have their interviewing. It’s not just them talking about it. They’re bringing subject matter experts in to, you know, lend a hand to their street cred,

Damon Pistulka  09:38

yeah. And they educate their their soulmate customer. In the process, they’re highlighting their referral partner and the great things that they’re doing to help their soulmate customer, and they themselves, who are hosting the live stream, are educating their soulmate customers as well, and increasing that sense of community and and worth to the industry. Three, you’re, yeah, you’re

Curt Anderson  10:00

hitting it right on the head. And we’ve got another wonderful comment here. Industries have ecosystems and supply chains. Thank you for dropping that comment. Certainly love drop. I’d love to see who that is. But, you know, to your point, we’re going back to this digital game plan, you know. So what I is, matter of fact, you’re out there and you’re like, you know, hey, gee, I wouldn’t mind getting a copy of this digital game plan. You know, it’s almost like if you don’t have a CRM, a lot of us small solopreneurs, solo marketers, don’t have your own CRM, customer relationship management. We, Dame and I, we’ve created our own little digital game plan. We’d love to send you a free copy, no obligation, no strings attached. We’ve got this here, and we use it ourselves, right? This is exactly what we do. And again, like it’s dropping different names in there. And like, you know who are folks and Damon, I feel like you hit it on the head. How can you create that one relationship that would open up the door to the one to many, right? And so that’s what this list is for us, and that’s what we encourage for our clients and for folks out there to build that referral network. Damon, what other comments, thoughts, tips do you have here as far as that soulmate 100 goes well,

Damon Pistulka  11:05

I think you really want to get to know that soulmate 100 well enough so you can then begin identifying potential referrals for them. Because nothing helps you build a referral network better than you referring people to them. You introducing people to your referral network. You really bringing value to your referral network. Because in these live streams you are going to meet, you’re going to be on LinkedIn live, you’re going to be talking to somebody great, and you should be thinking about, Okay, I’m talking to Stacy today, who, in my soulmate 100 would Stacy benefit from knowing, and if I’ve got a soulmate customer, or soulmate potential customer, who would benefit from meeting Stacy, because there is nothing that will help you build a better relationship with Stacy by first of all, bringing her on the live stream to sharing her valuable information and how she’s helping the world become a better place, and then following up with a couple decent referrals that that really could help them generate new business, or just some new friends. Yeah, you

Curt Anderson  12:17

couldn’t agree more. And so then that’s and the great thing is, what in Back to the digital game plan, what we have here are like, what are those questions that we can ask that soulmate, right? And, you know, I discovered a long time ago. I wish, I wish I would have found it out a lot sooner. You know, the better questions. I always determine, you know, if I can become the master question. Asker, is that such a is that a phrase, right? The question is, I just, I just made that up. It is. So if I could master asking awesome questions, man, I really think I could, like, enhance my, my, my, my, you know, elevate myself my career, or, more importantly, the person in front of me, right? Yeah, and when you do a live stream, that’s exactly what you’re doing, is you’re asking those questions, and you’ve been asking the one of, I think, you know, a brilliant question is when people come on, or people that you’re reaching out to, people that you’re emailing, you’re asking, Hey, Who am I talking to when they say I have this problem that I need to turn to you to Anders. Or Hey Paul Daniels was the one who dropped the comment, Hey, Paul, thank you for stopping by today. Deeply appreciate you, but you know, like, who you know? If I’m talking to somebody and I’m like, you know, hey, hey, Paul, you know, who might you know? What problem do you solve that? When I’m thinking like, Man, I need to refer you to my buddy, Paul, right? Like, what are your thoughts, sir, yeah,

Damon Pistulka  13:35

that’s in that’s an incredible question to ask. And we talked about, talk about that a lot, and really understanding how you build this vibrant referral network, our soulmate 100 as we talk to them, and that is understanding the questions that you ask, and you really can’t help a referral person or a referral your referral network, if you don’t know intimately what they do and almost be able to explain it in their words to a person that you’re talking with, because if, if I’m sitting here talking to to Susan again, and Susan says, hey, yeah, I’ve got this. I’m working through this challenge. And I go, I hear it. I’ve asked the question to my referral network. I know, I know. And I go, Bob does that. Bob can help Susan, right? And I know Bob is a decent guy. I’ve met him. We’ve done things together, and it’s time to do an introduction right then and there and get it done, right?

Curt Anderson  14:32

And what better than to say, somebody reaches out to you and says, you know, hey, Damon, who do you know that? Does you know? Such as, you know whatever service, and you’re like, Man, I know Paul is crushing in this service. And as a matter of fact, you know what? I interviewed Paul on this wonderful LinkedIn live. Let me send you a video, as if I got a one minute clip, or I’ve got a 30 minute interview that I did with Paul. Let me send that to you, because Paul is really a great dude. You know, Diane here says, you know, hey. Diane, Happy Wednesday, my friend built a vibrant referral network. So important capital, y, E, S couldn’t

Damon Pistulka  15:06

agree with you more. Thanks, Diane.

Curt Anderson  15:08

Thank you, Diane, appreciate you. So Damon, let’s start winding down.

Damon Pistulka  15:13

I just, I gotta say one thing, because you brought up a mic drop moment there Curt with referrals, right? So I’ve, I’ve interviewed Paul and say I understand Paul well enough that I can I hear that from somebody, and go, Paul is a person. The next thing that came out of your mouth is very powerful. I interviewed him on my live stream. You can go meet you can go listen about him, what he’s doing, and here’s his contact information. You can do it or you do an email review. You know, whatever you do the right way there. But that is that is so powerful, because you’re letting the person you’re referring that other your referral person, the soulmate customer you’re referring them to. You’re giving that customer the opportunity to meet them before they’ve met them.

Curt Anderson  16:05

Meet them before you met them. I’m throwing a mic drop right back at you, brother. So that is, that is a phenomenal point. And and again, if you you know you’re talking to somebody, and you’re like, hey, because the thing is, when you’re on LinkedIn live, like you’ve, you know, like you know, how many of us do the virtual coffees or the chit chat, you know, dotted up. But when you’re on live, you know, you and I are digging into that person’s background. We’re coming in with questions for that person. We’re getting to understand that person deeply, I don’t know intimately, but you know, I mean, we’re getting to understand what they do, what problem they solve. So then, when we are talking to somebody, and they’re, you know, like, again, we’re not for everybody, like, I’m trying to stay, like, hyper focus on what we do. And so when somebody says, like, Hey, do you know somebody does? You know? Do you do this? I don’t do that. But, man, Paul crushes it. And if we refer Paul, you think, you think Paul’s gonna refer us next time, if somebody asks him about what we do. You know what I mean? So, you know, it’s a certain two, two way street. How about this comment? Damon, we got somebody from Germany today. Awesome,

Damon Pistulka  17:07

awesome. Thanks for being here today. Donka

Curt Anderson  17:09

Shane, how about that one? Damon,

Damon Pistulka  17:11

there you go. So, Jeremy has one of my favorite holidays. It’s this month, Oktoberfest.

Curt Anderson  17:18

Boom. So interview, include the interview video with the intro. Email. Phenomenal idea. Yes, and meet them before you met them. Quote, oh, the month, right there. I couldn’t agree with you. Mark, and I’ve got to meet Paul. Hello. Alright, let’s start winding down. Damon, hey, we’ve got a little you dropped a zoom link. We’re going to do a little jam session tomorrow if you want to share.

Damon Pistulka  17:44

Yeah, I did drop the Zoom link in there early. I will get on and do it again. Um, I apologize. I I did shut that screen down. I’m going to do it right now before we get off. But, yeah, we’ve got a little office hour that we do every Thursday at what time is it Eastern time? I forget. Let’s just do your time. Let’s just do it. For me, it’s 1030 1030

Curt Anderson  18:04

I know I can’t do the math. It’s around 130 Eastern Time, yeah, 130 Eastern Time, 30 Central time,

Damon Pistulka  18:11

we go through that. Yeah, 1012 30 central 130 Eastern time. We go through various different things. And tomorrow we’re going to be talking about LinkedIn profiles again. We started last week, we talked a little bit about headline and image and some of the other things and and tomorrow, we’re going to be digging into the about section and talking about positions and some other stuff there. So it’s going to be fun. And I’m going to drop the link in the chat one more time here, and I want to say Torben that’s who was from Germany. Awesome, seeing you. So we

Curt Anderson  18:47

got it 130 there it is for you. Damon, yeah. 130 Yeah. Math on that one, my

Damon Pistulka  18:51

math, not so good. This morning. Hey, you know,

Curt Anderson  18:54

do what you gotta do, brother, do what you gotta you spill a little coffee. So we so again, as we wind down what the point is, what our goal is, what we would love to share with you is, you know, this LinkedIn live, it’s just such a great way to get that message out there. We had an incredible, amazing guest this past Friday. TK, cater was on the Damon. He sent out an email over the weekend, and he said, You know, so many people struggle with content. He goes. Why you’re struggling with content is because, you know, he politely was saying you’re missing the point. He’s like, if you come in with just a fierce passion, if you come in is just the unapologetic educator. It’s not even work. It’s fun, you know what I mean? And it’s just like when you just dedicate yourself to educating others and just putting it out there, then the content comes easy. So we’re going to put that we’ve got this wrapped up. If you guys miss anything, man, go back on my profile. Damon’s profile. Hit the rebound button. Connect with us on LinkedIn. We would love to hear what you guys have going on. Hey, we love your energy, too. Thank you for this comment. Damon. Still recovering from climbing a Space Needle. Damon, before we close out, what did you do? You? Dude, you climbed a Space

Damon Pistulka  20:05

Needle? Yeah, we did last weekend for Fred Hutchinson Cancer Center. We were fortunate enough to be able to climb it and get some donations. And it was, it was a lot of fun, and I did make it to the top wheezing.

20:18

How many floors? Dude,

Damon Pistulka  20:19

I don’t know how many floors. It’s like, 830 some steps or something. 130

Curt Anderson  20:24

some steps. And eight and you broke you came in, you know, for your, for your, your bracket, man, you

Damon Pistulka  20:29

broke my record. I broke my record. You’re the top 20 in your bracket. So

Curt Anderson  20:33

hey, how about big round of applause for Damon? Right? Yeah, it’s

Damon Pistulka  20:36

good time. So it’s Yeah, but you know, join us tomorrow if you want to, at 130 Eastern 1030 West Coast time, we’re going to be talking about LinkedIn and what we do in these office hours every week. Because we really work through anything that you’re going to need to know all the way through soulmate customers, the digital game plan. Ridiculous, as Andrew said, ridiculously key. What was it? Ridiculously mega keywords, or something like that? Mega important, ridiculously vibrant, mega important keywords. We’re going to work through things like that, and then we’re going to also show you some of the ways your CRM can help you really make this go hyper for you.

Curt Anderson  21:16

There they are, right there. Demon, those ridiculously important keywords. And I like I, you know, I Anders, we’re going to steal your line. I like yours better than mine. Mine’s a little bit so we’re going to dive in. So join us tomorrow. Diane says content versus talking what you know about, what you’re so passionate about, and we’ve got message, and messaging is so important. So yeah, guys, thank you. Thank you. Thank you for joining us today. We appreciate you. Keep going out and just absolutely crushing it. Join us back here. You know what? Damon, we don’t have a show this Friday. We had a little miss. Unfortunately, our guest had some unfortunate news, and so we’re going to be back here on Monday. We have David Mante from manufacturing.net, on Monday show. So that’s that’s going to be a big one. So don’t miss fun. Yep, awesome. All right, guys, God bless you. Have a wonderful, incredible rest your day, and just keep going on being someone’s inspiration, man,

Damon Pistulka  22:09

you bet see you, everyone you.